Intended Level of Study
Bachelor's degree (BAC +3)
ECTS
180 credits
Duration
1 year
Training Structure
School of Pharmacy
Overview
This one-year degree program aims to train future representatives in the promotion of drugs and other health products (medical devices, cosmetics, dietary supplements, veterinary products, dental care products, etc.) who possess a solid foundation in general scientific, medical, and pharmaceutical knowledge. Their role will be to provide scientific and medical information to healthcare professionals. They will ensure the proper use of drugs and health products in accordance with the principles of professional ethics and the optimization of healthcare spending, with the goal of promoting the company’s image.
100%
Success Rate
The Benefits of the Training Program
Objectives
This training program helps participants acquire the following skills:
- scientific and medical knowledge (anatomy, physiology, pathology, therapeutics) to inform and answer questions from healthcare professionals and to assess their needs.
- Knowledge and understanding of regulations governing medications and health products to support the prescribing of medications and health products and their proper use, in accordance with the principles of professional ethics and the optimization of healthcare spending.
- Knowledge and proficiency in sales techniques related to health products and services, in accordance with company guidelines.
- the ability to adapt one's communication style and respond appropriately to the concerns of healthcare professionals.
- Knowledge and proficiency in the sector’s computerized management and information processing tools.
- Proficiency in methods for gathering and processing product information from documentation and training sessions to prepare for service calls.
- Ability to analyze and monitor business performance in a given sector in line with the company's strategy.
- Ability to plan and organize one's work as part of a team.
Expertise and Skills
Upon completion of the training, the candidate will be able to:
- Present health products to customers and healthcare professionals (pharmacies, drugstores, hospitals, doctors’ offices, beauty salons, etc.).
- Inform healthcare professionals or customers about the properties and indications of health products by applying scientific knowledge to ensure the proper use of the product.
- Promote the proper use of health products by drawing on knowledge of how the healthcare system and its stakeholders function, as well as the legal framework governing health products.
- Identify needs and tailor the message to the healthcare professional or customer, and communicate using communication, negotiation, and sales techniques.
- Promote a health product to a diverse audience (healthcare professionals, the general public) while adhering to regulations and utilizing communication, negotiation, and sales tools and techniques.
- Collect reports of adverse events related to the use of health products and report them to manufacturers and to the company’s pharmacovigilance department.
- Integrate into the company or work group by understanding the company’s organizational structure and labor laws.
- Plan one’s work as part of a team and meet the objectives set by the company.
- Use tools for analyzing and evaluating work performance to meet the company’s objectives.
- Prepare and submit activity reports to management.
- Keep knowledge up to date through continuing education organized by the company and through self-directed learning.
- Communicate clearly and unambiguously, both orally and in writing, in French and in a foreign language, particularly regarding technical aspects related to healthcare products.
Organization
Special Features
The program has a classroom reserved exclusively for Professional Bachelor's Degree courses. This classroom is equipped with the following teaching materials:
- a Wi-Fi hotspot (Internet access),
- a mobile videoconferencing system on a cart with secure IP encryption (for remote professional consultations and oral presentations for internship evaluations),
- 4 PC laptops for students' personal research,
- 10 HP tablets (intended for mastering the specific software used by medical information officers to manage their fieldwork, as well as for e-learning),
- 2 video projectors and 2 overhead projectors.
Program
The program is a full-time program spanning two semesters, from early September through late March. From early April through late September, students are placed with a company (professional internship period).
The program is structured into 10 Course Units (UEs) spread over 2 semesters. The total credit load for the core curriculum is 60 ECTS credits spread over 2 semesters: 43 ECTS credits of coursework (lectures, tutorials, and professional simulations), 5 ECTS credits for a supervised project, and 12 ECTS credits for a corporate internship.
Course Units Covered:
SEMESTER 1
Block 1: Competencies Related to Scientific and Medical Knowledge
- EU: Fundamental Biology - Molecular Biology and Genetics (3 ECTS):
- Fundamental Biology (Molecules of Life and Their Functions - Cell Cycle - Cellular Structures - Receptors and Neurotransmitters - Fundamentals of Cell Function).
- Molecular biology and genetics (as applied to drug development).
- UE: General Pharmacology (3 ECTS):
- General pharmacokinetics: routes of administration, absorption, distribution, metabolism, elimination, and concepts of applied pharmacokinetics: therapeutic monitoring.
- Pharmacodynamics: mechanisms of action, side effects, drug interactions.
- Factors affecting drug activity: the influence of biological rhythms, genetic variability, the influence of physiological status, and the influence of pathological and/or psychological conditions.
- EU: Major Pathophysiological and Therapeutic Areas 1 (6 ECTS).
- Cardiology and cardiovascular diseases (high blood pressure, heart failure, angina, myocardial infarction, atherosclerotic disease).
- Neurology and neurodegenerative diseases associated with aging (Alzheimer's, Parkinson's, stroke).
- Pulmonology and respiratory diseases (asthma, COPD, and respiratory failure).
- Hematology and blood disorders (anemia, hemophilia, leukemia).
- Immune system (basic concepts of immunology).
Module 3: Skills Related to Sales Pitching Techniques for Health Products and Communication Tools
- EU: English, Documentation, and Computer Skills (Part 1) (1 ECTS)
- EU: Professional Tools for Promoting Health Products (Part 1) (7 ECTS):
- Training and Careers (Role within the Company - Labor Law - Resume Writing - Interview and Recruitment Preparation).
- Applied communication techniques (Traditional medical visits – Pharmacy visits – Remote visits – Visits to long-term care facilities – Face-to-face interviews – Speaking in meetings – Public speaking).
- Applied negotiation techniques (Identifying needs and responding to them appropriately—Guiding and refocusing the conversation—Developing a sales pitch and negotiating—Handling objections—Engaging the decision-maker—Concluding the conversation and identifying an opportunity for a follow-up meeting).
- Analysis and monitoring of activities (IT tools - Organization and monitoring of the sector - Documentary sources - Transparency reports - Recommendations - Product sheets - Sales pitches - Sales support materials developed by the company - Opinions of the Transparency Commission).
Block 4: Skills Related to Tools for Organizing and Monitoring Field Activities
- EU: Supervised Project (Part 1) (4 ECTS).
SEMESTER 2
Block 1: Competencies Related to Scientific and Medical Knowledge
- EU: Major Pathophysiological and Therapeutic Areas 2 (6 ECTS):
- Gastroenterology and digestive disorders (GERD, peptic ulcers, cirrhosis, hepatitis).
- Endocrine disorders (diabetes and thyroid disorders).
- General oncology (colorectal cancer, breast cancer, lymphomas).
- Bacterial and viral infectious diseases (strep throat, AIDS, influenza, ear infections, urinary tract infections, sexually transmitted infections).
- Nephrology and kidney diseases (kidney failure and kidney stones).
- Neuropsychiatric disorders (anxiety, depression, manic-depressive psychoses, psychiatric emergencies, suicide, and addictive behaviors).
- Rheumatology and bone disorders (osteoarthritis, arthritis, polyarthritis, spondyloarthritis).
Block 2: Skills Related to Pharmaceutical and Economic Regulations Governing Health Products
- EU: Health Products—Ethics and Regulation (7 ECTS):
- Major stages in the life cycle of a drug and health products (Search for new active ingredients - Protection of discoveries - Preclinical and clinical development - Pharmaceutical formulations - Biotechnology products - Products in the experimental stage - Medical devices - Dietary supplements - Cosmetics - Veterinary products).
- Regulations governing drugs and health products (Registration—Pricing and Reimbursement—Prescription and Dispensing Requirements—Rules Governing Advertising, Promotion, and Distribution—Pharmacovigilance—Medical Device Vigilance—Nutrition Vigilance—Cosmetics Vigilance).
- EU: Organization of the Health Care System and Health Care Stakeholders (3 ECTS):
- Healthcare stakeholders (Manufacturers - Distributors - Prescribers - Dispensers - Paramedical professionals - Sociology of the medical profession).
- The patient-caregiver relationship and its various aspects (education, therapeutic aspects, cooperation, autonomy, dependence).
- Healthcare Facilities/EDS (Definition - Organization of Public and Private Healthcare Services - Funding - Healthcare Products in Healthcare Facilities).
- Health Economics (Health Budget - National Expenditures - Cost Containment - Health Care and Health Financing - Budget and Financing of Health and Health Care Facilities - Budget and Financing of Private-Practice Health Care Professionals).
- Organization of health monitoring (regulatory agencies and government departments—pharmacovigilance, pharmacoepidemiology, drug dependence).
Block 3: Skills Related to Sales Pitch Techniques for Health Products and Communication Tools
- EU: English, Documentation, and Technical Skills (Part 2) (2 ECTS)
- EU: Professional Tools for Promoting Health Products (Part 2) (2 ECTS):
- Training and Careers (Role within the Company - Labor Law - Resume Writing - Interview and Recruitment Preparation).
- Applied communication techniques (Traditional medical visits – Pharmacy visits – Remote visits – Visits to long-term care facilities – Face-to-face interviews – Speaking in meetings – Public speaking).
- Applied negotiation techniques (Identifying needs and responding to them appropriately—Guiding and refocusing the conversation—Developing a sales pitch and negotiating—Handling objections—Engaging the decision-maker—Concluding the conversation and identifying an opportunity for a follow-up meeting).
- Analysis and monitoring of activities (IT tools - Organization and monitoring of the sector - Documentary sources - Transparency reports - Recommendations - Product sheets - Sales pitches - Sales support materials developed by the company - Opinions of the Transparency Commission).
Block 4: SKILLS RELATED TO TOOLS FOR ORGANIZING AND MONITORING FIELD ACTIVITIES
- EU: Supervised Project (Part 2) (4 ECTS).
An individual project on a topic related to a medical condition linked to a major public health issue. The topic may involve a drug or class of drugs, a medical device, or medical practices (writing a thesis and oral defense).
- UE10: A work placement or internship lasting at least 14 weeks (12 ECTS).
Admission
Admission Requirements
-
Applications are submitted online:
https://pharmacie.edu.umontpellier.fr/scolarite/admissions/
Note: Applicants who do not meet the prerequisites (a high school diploma plus 2 years of completed higher education) should contact the Continuing Education Office at the University of Montpellier (sfc @ umontpellier.fr) in order to compile their portfolio for the validation of prior learning (VAP).
- Recruitment pool:
- Completion of two years of higher education (BTS, DUT) or through academic credit transfer (preferably in the life sciences or health sciences). Admission is also open to applicants with a two-year post-secondary degree in a non-scientific field, as a refresher course in biology is provided.
- High school diploma + validation of prior learning (VAP, VAE). Employees who may be interested include pharmacy technicians, nurses, dental assistants, and technical sales representatives. Any candidate with at least 3 years of experience in a field closely related to medical sales (professionals from the healthcare, business, or communications sectors) may submit an application for VAE.
- The application process for the program consists of two steps:
- Step 1: Screening of applicants based on their application materials.
- Step 2: An individual interview with a selection committee regarding the candidate’s motivation and career plans upon admission to the professional bachelor’s degree program (the committee consists of faculty members from the program and professionals in the field of pharmaceutical and healthcare product promotion).
- Applicants must have a driver's license.
Target Audience
The bachelor's degree can be earned through both undergraduate and continuing education programs.
- For first-cycle studies, the bachelor’s degree program is open to students who have completed the second year (L2) of a foundational bachelor’s degree program (120 ECTS), a University Diploma in Technology (DUT), or an Advanced Technician’s Certificate (BTS) in the fields of health, life sciences, business, or communication. Admission to the bachelor’s degree program is also open to holders of a high school diploma (BAC) plus a vocational diploma (BP) in Pharmacy Technician (following validation of prior professional experience).
- For continuing education, admission is open to professionals who have completed two years of post-secondary study beyond the high school diploma (BAC) or who have a high school diploma (BAC) plus recognition of prior learning (candidates who can demonstrate at least three years of professional experience in the health, scientific, or business sectors). Admission is also available to individuals on Individual Training Leave, under a professional training contract, or self-funding their education as part of a career change.
Mandatory Prerequisites
Two years of post-high-school education completed (BTS, DUT, L2).
And then
Continuing Education
This program is vocational in nature and does not lead to further academic study.
Employment Placement
The program prepares graduates for the following careers: drug promotion representative (APM), medical information representative, hospital medical representative, medical-pharmaceutical representative, health product information consultant, pharmaceutical representative, and health product presenter and trainer. Graduates work for pharmaceutical companies, medical device or medical equipment companies, or companies that develop health products (cosmetics, dietary supplements, veterinary products, dental care products, etc.) in doctors’ offices, hospitals, clinics, healthcare facilities, or pharmacies. Graduates may also be hired by public-sector organizations to work as Health Insurance Representatives (DAM) or by home health care providers to coordinate health care professionals in the comprehensive care of patients requiring home care.